Jess Westerley

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Executive Summary

This report is based on the case of Jess Westerly and the resistance she faces in her organisation, Kauflauf GmbH. This organisation deals with software as a service and has historically focused on their mid sized accounts as their target segment. The company views this as their competitive advantage. Jess Westerly proposes a plan on switching the focus from mid-sized accounts to larger accounts and backs her claim with quantitative proof and surveys and numbers. But this plan is met with resistance and field consultants are unwilling to comply. The senior management, though is convinced of her strategy. The problem which Jess Westerly faces is how to motivate employees on to this new proposed plan and eliminate resistance along the way. The report focuses on multiple reasons for resistance and has proposed that the plan must be top driven and Westerly must rely on convincing them on informal platforms and through networking.

Letter of Transmittal

To:

Prof. Ranjeet Nambudiri,

Indian Institute of Management Indore

Indore 

June 28, 2017

Organizational Development & Change, Group – 7

IIM Indore

Respected Sir,

                             Subject: Report on case titled “Jess Westerly at Kauflauf GmbH”

A report based on the groups’ understanding of the case– “Jess Westerly at Kauflauf GmbH” has been presented as part of the Organisation Development and Change course. The report consists of the analysis of the case including comparison of proposed plans and our recommendation.

Yours sincerely,

Group 7

Organizational Development & Change

Section A

Table of Contents

Page Number

1. Situational Analysis                                                        3
2. Problem Statement                                                        4
3. Available Options                                                        6
4. Criteria for Evaluation                                                        6
5. Evaluation of options                                                        7
6. Recommendation                                                        7
7. Action Plan                                                                8

Situational Analysis

Jess Westerly, a 29-year-old American, works for Kauflauf GmbH, a company that provided software as a service. She was an assistant product owner, worked with multiple departments of the company such as designers, sales, and co-assistant producers, and was instrumental in building overall market strategy.

Tim Roeder hired her and she had a keen grasp of the market. She had performed extremely well in her previous organisation by increasing the market share considerably.